How to Handle the Biggest Stall Tactic in the Selling Process

Don’t lose the deal by agreeing to “send more information.”

One of the biggest stall tactics prospects employ during the selling process is asking you “Can you send me some information?” It pops up early and often.

Liz Wendling, Business Consultant, Sales Expert and Owner of Insight Business Consultants, says potential customers will ask this question as a way to gain some wiggle room because they can’t or don’t want to tell you they’re not interested. They basically want to get rid of you for a while.

So what should you do? Lick the envelope, reach for a stamp and send information? Or save your saliva? If you agree to send information, you’re done. You have lost control and most likely the business too.

If you find you are consistently being asked to “send information,” this is a red flag that your initial approach is weak, ineffective and not customer-focused.

Sabrina Risley is a master connector. She’s been hosting live networking events since 2004 and has welcomed 20,000+ professionals to those events. She shares her observations, insights and tips of how the top 2% of effective and magnetic networkers build their businesses. She also shares what NOT to do when networking. Get her complimentary e-book: Strategic Networking for Success.